Developing & Delivering Effective Sales Presentations Cheri Bales Hannah/Gold Communications
Time for fun ď ľ Introduce yourself to the two people nearest you in
40 words or less.
Successful Sales Requires… Listening Attitude Relationships Orientation Adaptability Service And…?…
Getting Started The Challenge of Preparing Know Your Audience
Accept Differences
Selecting content
First Impressions
Avoid Assumptions Listen for Language Handling questions Closing the deal
What You Say Language Use Vocal Fillers Humor Accents and Pronunciation
Content Be Brief Paraphrase Use Simple Language Group Similar Ideas Together Darren LaCroix 2001 Public Speaking World Champion
What You Say Concluding Prepare the customer Summarize main Ideas Answer questions Ask for the sale
Handling Questions Anticipate Focus Control Respond
What You Don't Say Nonverbal factors affecting sales outcomes: Cultural and personal Influences Space, touch, eye contact Time, status, power
Persuasion Emotion Intellect Belonging
What THEY Don't Say Customer Feedback Nonverbals Drifting Back on track Walk away? How to decide…
The Big Three… Space Proxemics: body orientation, positioning, territorial behavior
Gaze Gaze: eye contact, nonreciprocal gaze, mutual gaze, gaze aversion
Touch Touch: reciprocal touch, nonreciprocal touch, mutual touch
Approach-avoidance signals express interest or disinterest in others through the use of space, gaze and touch.
Research Research Objective
Based on the aspects of approach-avoidance theory, does the manipulation of nonverbal communication channels, during a sales encounter, have a positive effect on the success of the encounter?
Channels
Propinquity (Space) Appearance Gaze Haptics (Touch) Time Identification
Questions? Cheri Bales Hannah/Gold Communications cheri.bales@wmich.edu 269.341.3786